Health Care Marketing Presentations

Close the Deal! From RFP to ContractIrving Stackpole, President of Stackpole & Associates and Frank Grosso Vice President Genesis HealthCare presented a three-hour workshop titled "Close the Deal! From RFP to Contract" at the 115th Annual Meeting of the National Community Pharmacists Association in Orlando Florida. The highly interactive session for community-based pharmacists, focused on marketing, sales and business development. To learn more about this program or how Stackpole & Associates can help your organization "close the deal" contact Irving Stackpole at istackpole@StackpoleAssociates.com or 1-800-844-9934 extension 11.

Chicken Little the Optimist!
On Wednesday, October 24, at the Healthcare Association of New Jersey Annual Meeting in Atlantic City, Irving presented a workshop entitled, "Chicken Little Was an Optimist: Marketing in Challenging Times." This interactive workshop helped nursing centers and assisted living residences to develop successful marketing and sales plans, despite stagnant or declining occupancies. To learn how your organization can thrive in difficult circumstances, contact Stackpole & Associates today at: istackpole@StackpoleAssociates.com or call Irving at 739-5900, extension 11

Marketing What No One Wants to Buy
On Thursday, 28 June at the LeadingAge PA Annual Meeting in Hershey, Pennsylvania, Irving presented a workshop titled, "Marketing What No One Wants to Buy". The seminar addressed the threefold challenges in the CC RC sector including:
1. The change in aged demographics, especially the "silent generation";
2. Methods to protect, fortify and defend market share in a declining market, and;
3. Ways to change the negative messages and metaphors used in the sector.
These challenges are being faced by seniors’ services providers throughout the United States as they attempt to respond to declining occupancies and utilization. In the face of these challenges, Stackpole & Associates has assisted its clients with specific steps to protect and build market share. Further information can be obtained by contacting Irving Stackpole at 800-844-9934, extension 11 or by e-mailing Irving at: istackpole@StackpoleAssociates.com.”

Marketing in Transition
On Monday 21 May at the midyear meeting of the American Society of Consultant Pharmacists in Anaheim California, Irving Stackpole conducted a seminar for pharmacists and pharmacy professionals concerned with seniors markets and long-term care. Titled "Marketing in Transition" Irving covered the key market issues for consulting pharmacy services including consultant pharmacists’ customers (skilled nursing centers and assisted living residences) as well as demographic changes which are having an enormous impact on the demand for services. Irving also reviewed the Affordable Care Act (ACA) and its potential impacts on seniors’ services, especially pharmacy and pharmacological care. Further information regarding this presentation can be obtained by contacting Irving directly at istackpole@StackpoleAssociates.com or calling Stackpole & Associates 1-800-844-9934.

Faster, Better, Smarter: Compete and WinAt the 46th Annual Convocation of the American College of Healthcare Administrators in Nashville Tennessee, Irving presented the seminar, "Faster, Better, Smarter: Compete and Win". The presentation focused on the demographic and logistical challenges faced by the skilled nursing sector and specifically the demographic difficulties associated with the "Silent Generation" as they age and move through their lifecycle. Focusing on the challenges of a smaller market and lower occupancies, Mr. Stackpole's presentation reviewed marketing and sales tactics that can help nursing centers through these difficult times."

Ten Terrible Marketing Mistakes
On Friday, 27 April at the European Medical Travel Conference in Berlin, Irving presented "Ten Terrible Marketing Mistakes". The focus of the discussion was how destination medical providers and countries seeking to increase the number of medical tourists can improve their ability to attract prospects by avoiding these simple, but terrible mistakes.

Marketing to the United States; Cultural Aspects
On September 13, Irving presented a keynote, “Marketing to the United States; Cultural Aspects” to the international MedeSalud 2011 Conference in Medellin, Colombia. The presentation covered the outbound medical tourism market from the United States from the structural and cultural aspects.

American & UK Senior Care Systems: What We Can Learn from Each Other
On June 22nd, Irving delivered a seminar titled: “American & UK Senior Care Systems: What We Can Learn from Each Other” at The Care Show in Birmingham, England – the largest event of its kind in the UK. This program outlined the key similarities and differences in the respective systems and offered suggestions and actionable recommendations to the attendees. To learn how Stackpole & Associates can help your business in either the US or the UK, please contact us today at info@stackpoleassociates.com, or call +1-617-739-5900.

Selling Value Without Giving Away the Farm
On Monday, June 6th, Irving presented an intensive pre-conference workshop at the California Assisted Living Association Annual Meeting in Santa Clara. Titled, “Selling Value Without Giving Away the Farm” the program focused on establishing value, price transparency and the use of various discounting techniques and their impacts on both perception and occupancy. In these difficult economic circumstances, with occupancies in AL/ IL residences down, many managers are resorting to discounts without evidence that they actually improve occupancy, or their long term impacts. This workshop, developed and presented in conjunction with Frank Rockwood of Zeigler Capital Management, covered a comprehensive array of issues and options related to pricing seniors housing and assisted living services. As part of the workshop, the participants completed a survey regarding pricing.

For assistance with strategic marketing issues, or to obtain the results from the CALA pricing workshop survey, contact Irving today.

Chicken Little Was An Optimist: Marketing in the Post-Healthcare Reform Era
On Friday, May 27, 2011, in Newport, RI, Irving led a seminar entitled “Chicken Little Was An Optimist: Marketing in the Post-Healthcare Reform Era” for the New England Alliance of the American College of Healthcare Administrators. This three-hour program covered the basics of the contemporary long-term care marketplace and reviewed how long-term care providers, such as skilled nursing centers, assisted living residences and others, can market themselves most effectively in the ‘new normal’ environment.

Do you have questions about how to position, market and sell your services in the post-ACA market? Contact Stackpole & Associates today for intelligent answers to your most important questions.

Whitewater Marketing
On Wednesday May 18 Irving gave a presentation to the American Society of Consultant Pharmacists’ (ASCP) meeting in Las Vegas Nevada. Titled, “Whitewater Marketing” the content included marketing planning and execution for pharmacies and pharmacist consultants. The program challenged pharmacists and pharmacy managers to improve their communications about, and marketing of their critically important skills. To learn more about how Stackpole & Associates can help your organization more effectively market its services contact Irving today at istackpole@stackpoleassociates.com or call 1-800-844-9934, ext. 11.

When Weebles Don’t Wobble
On Monday, May 2nd, 2011 Irving Stackpole gave a presentation, “When Weebles Don’t Wobble” at the Annual Convocation of the American College of Health Care Administrators (ACHCA) in New Orleans, LA. The program focuses on the extensive research conducted by Stackpole & Associates into leadership, management and motivation in the healthcare workforce. Contact Irving at istackpole@stackpoelassociates.com to learn more about employee engagement and motivation!

Sales Skills for the Reluctant Sales Representative
On Monday, May 2nd, 2011 Irving Stackpole gave a presentation, “Sales Skills for the Reluctant Sales Representative” at the Annual Convocation of the American College of Health Care Administrators (ACHCA) in New Orleans, LA. With growing competition between and among healthcare providers, staff may find themselves in sales roles without any training or interest in the field. This seminar reviews the basics of questioning, listening, body language and persuasion. Call Stackpole & Associates at 1-800-844-9934 or email Irving at istackpole@stackpoleassociates.com to improve your sales skills!

On December 10, Irving presented three seminars at the Winter Marketplace conference of the American College of Health Care Administrators in Las Vegas. The programs examined the challenge and paradox of marketing and selling long term care services to customers and consumers. The session titles:

The above programs investigate the both the strategic and tactical issues of marketing and selling long term care.

Innovation and Improvement: Turning Challenge on its Head
On Monday, November 8, 2010, Irving presented a keynote on managing change to the NCF Managers Conference in England. The presentation titled "Innovation and Improvement: Turning Challenge on its Head" focused on the organizational and personal dynamics of managing in rapidly changing environments.

Chicken Little Was An Optimist: Marketing in Difficult Times
Presented June 9, to the California Assisted Living Association's Spring Conference and Trade Show in San Francisco. The presentation entitled, "Chicken Little Was An Optimist: Marketing in Difficult Times" looked at the low or no cost marketing and sales tactics which assisted living residences can employ to maintain or improve referrals in this challenging economic environment.

Recession-Proof Marketing
Presented May 15, at the 44th Annual Convocation and Exposition of the American College of Healthcare Administrators in Philadelphia. Reviews the low-cost, no-cost tactics which healthcare providers can adopt to protect and expand market share during difficult economic times. The program focused on leveraging employees as marketing assets, community education, and the best use of customer and employee testimonials.

Selling Your Services Without Selling Your Soul
Presented May 15, at the 44th Annual Convocation and Exposition of the American College of Healthcare Administrators in Philadelphia. Focuses on the principles of influence and persuasion, and how these are applied correctly in healthcare settings, as well as the behavioral skills needed for securing commitment.

Marketing to the High End Patient
On Tuesday, 4 May, Irving gave a presentation at the 4th Annual European Medical Travel Conference in Venice, Italy. The presentation, entitled "Marketing to the High End Patient", covered the important differences between marketing to patients undergoing complex, high acuity procedures, such as joint replacements, bariatric and cardiovascular procedures, and less acute treatments such as dental treatments and cosmetic procedures. The content covered important psychographic and behavioral characteristics of this challenging market.

Medical Tourism: Marketing to Americans
On Monday, April 26th, Irving delivered a presentation at the First Latin American Global Medicine & Wellness Congress in San Jose, Costa Rica. The program entitled "Medical Tourism: Marketing to Americans" focused on the cultural aspects of marketing and sales between Latin America and the United States.

Ethical Influence: Selling Your Services Without Selling Your Soul
On Monday, March 15th, Irving presented a sales training seminar to 41st Annual Conference of the New York Chapter of the American College of Health Care Administrators. The program, entitled “Ethical Influence: Selling Your Services Without Selling Your Soul”, reviewed the basics of effective sales systems and the skills associated with ethical, successful sales.

Satisfaction is Cheap - Loyalty is Priceless
On Monday, March 15th, Irving presented a program targeted to food and dining services managers at the 41st Annual Conference of the New York Chapter of the American College of Health Care Administrators. The program, entitled “Satisfaction is Cheap, Loyalty is Priceless”, focused on the role food and dining services play in resident and family satisfaction and loyalty. Food and dining services are perennially important dimensions of resident and family satisfaction in the long-term care setting, and this program focused on how to improve both satisfaction and loyalty.

Chicken Little Was an Optimist: Marketing in Difficult Times
On Thursday, March 4th, Irving was a keynote speaker at the 2nd Annual District 3 Meeting of the American College of Health Care Administrators. The presentation, “Chicken Little Was an Optimist: Marketing in difficult times” explored the use of three low cost / no cost tactics which health care providers can use to build better relationships with their markets.

Taking Off to Take it Off - A Model for Medical Tourists to Evaluate Bariatric Surgical Services at JCI Hospitals in Latin America
How effective are the marketing efforts of 13 JCI hospitals in Latin America in reaching potential US customers? The research model and findings were delivered in a keynote presentation by Senior Associate, Elizabeth Ziemba, at the Center for Medical Tourism Research's First Annual Conference in San Antonio in January 2010. Along with colleague, Kristin Tyman, this innovative research can be used by prospective medical tourists as well as hospital management to evaluate the quality of services as well as marketing efforts for bariatric surgery offered internationally.

Ethical Influence: Selling Your Services without Selling Your Soul
Presented at the Winter Marketplace of the American College of Health Care Administrators in Las Vegas Nevada - December 6, 2006
NOTE: Please contact us directly to request this presentation.

Leadership Beyond Borders: Who’s On First? >
On Tuesday, 21 July, Irving delivered a seminar, “Leadership Beyond Borders: Who’s On First?” at the 8th Annual Conference of the International Association of Homes and Services for the Aging (IAHSA) in London. The presentation challenges managers and leaders to re-think their traditional models and to make personal commitments to leadership.

Satisfaction is Cheap - Loyalty is Priceless >
Presented May 16, 2009 for the Annual Meeting of the American College of Health Care Administrators (ACHCA) in Providence Rhode Island. This presentation focused on the important differences between customer, consumer and employee satisfaction vs. loyalty and how to more effectively manage for higher levels of loyalty.

Selling Your Services without Selling Your Soul >
Presented May 16, 2009 for the Annual Meeting of the American College of Health Care Administrators (ACHCA) in Providence Rhode Island. This presentation looked at the psychological and behavioral aspects of sales in long term care, including who succeeds in sales and why, how to engage effective, yet ethical principles of influence in sales activities and how to measure sales task clarity and role alignment.

Selling Your Design: Curb Appeal is Not Enough >
Presented November 20, 2008 as a marketing training session to social care professionals in Coventry England. The program was sponsored by ARC (Association for Real Change) a country-wide (UK) membership association.